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Area VP of Sales - Strategic Technology Accounts

Element AI

Element AI

IT, Sales & Business Development
Santa Clara, CA, USA
Posted on Wednesday, April 17, 2024

Company Description

At ServiceNow, our technology makes the world work for everyone, and our people make it possible. We move fast because the world can’t wait, and we innovate in ways no one else can for our customers and communities. By joining ServiceNow, you are part of an ambitious team of change makers who have a restless curiosity and a drive for ingenuity. We know that your best work happens when you live your best life and share your unique talents, so we do everything we can to make that possible. We dream big together, supporting each other to make our individual and collective dreams come true. The future is ours, and it starts with you.

With more than 7,700+ customers, we serve approximately 85% of the Fortune 500®, and we're proud to be one of FORTUNE 100 Best Companies to Work For® and World's Most Admired Companies™.

Learn more on Life at Now blog and hear from our employees about their experiences working at ServiceNow.

Unsure if you meet all the qualifications of a job description but are deeply excited about the role? We still encourage you to apply! At ServiceNow, we are committed to creating an inclusive environment where all voices are heard, valued, and respected. We welcome all candidates, including individuals from non-traditional, varied backgrounds, that might not come from a typical path connected to this role. We believe skills and experience are transferrable, and the desire to dream big makes for great candidates.

Job Description

The Area VP of Sales for Strategic Technology Accounts is a leadership role responsible for leading two regional sales teams on selling the ServiceNow platform to our most strategic technology customers. This role will report directly into the SVP of Strategic Technology and System Integrators and execute an area plan to substantially grow our business footprint across our strategic technology accounts.

Key outcomes for the new leader

  • Build a world-class high performing team that is customer first.
  • Take our customers to the next level of strategic relevance by utilizing our platform.
  • Create selling motions to construct large, strategic deals to improve the year-on-year growth of the business.
  • Be a key interface with our executives, our big deals team and other parts of the ecosystem within ServiceNow to help accelerate the business.
  • Ensure a framework is in place to drive continued retention and success of our ServiceNow platform adoption.

Core Responsibilities

  • Helping to define the team’s vision, priorities, and goals in partnership with the major area leader.
  • The AVP will be responsible for developing, implementing and executing a strategic sales plan to achieve company sales targets and objectives.
  • This leader will assume leadership of growing the strategic technology sales team, including Regional Sales Directors and Account Executives, to help drive complex deal transactions.
  • Demonstrate a deep understanding of the planning process - including resource alignment to maximize the opportunity by product, industry and persona.
  • Position the business to grow successfully beyond its current targets, increasing the revenue of the business significantly year on year.
  • Excellent operational/analytical skills – cadence, reporting, forecasting experience.
  • Translating business objectives into specific goals for the given area.
  • Strong track record of recruiting, developing and retaining a high-performing sales teams.


To be successful in this role, we need someone who has:

  • Experience managing a sales business with a solid track record of deal execution on a monthly + quarterly basis with consistent over-achievement of quota and revenue goals.
  • Significant experience in enterprise software and selling to the C-suite. Candidate needs to possess strong executive presence.
  • A leader with a proven track record in building a complex, matrixed sales team recognized for its culture and results.
  • Strategic sales experience with revenue achievement from selling multiple enterprise software offerings, while building loyal customers.
  • C-level engagement, negotiation, account strategy, domain expertise, executive selling, large deal management and team leadership.
  • Experience attracting, retaining, and developing high performing, high potential talent through assessing, selecting, onboarding, coaching, and developing.
  • Optimistic attitude, competitive, strong work ethic, humility, excellent team builder and communication skills.
  • This leader will need to be based on the West Coast.
  • The willingness and ability to travel 50% of the time.

For positions in the Bay Area, we offer a base pay of $185,450 - $305,950, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs (subject to eligibility requirements). Compensation is based on the geographic location in which the role is located, and is subject to change based on work location.

Additional Information

ServiceNow is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status or any other category protected by law.

At ServiceNow, we lead with flexibility and trust in our distributed world of work. Click here to learn about our work personas: flexible, remote and required-in-office.

If you require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us at [email protected] for assistance.

For positions requiring access to technical data subject to export control regulations, including Export Administration Regulations (EAR), ServiceNow may have to obtain export licensing approval from the U.S. Government for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by the U.S. Government.

Please Note: Fraudulent job postings/job scams are increasingly common. Click here to learn what to watch out for and how to protect yourself. All genuine ServiceNow job postings can be found through the ServiceNow Careers site.

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